P.M. Valsarajan
Operations Manager
Dubai,DU
Summary
Having total of 31 years of extensive experience in Operations, Business Developments, Sales & Marketing, International Sales Operations, setting up new Business Channels in different countries (Middle East Countries - India, Sri Lanka, Pakistan, Bangladesh, Nepal,) Distribution Management, Customer Service, Client Relations, Project Management, Tender Management, MOH Regulatory Affairs and Managing Principal Business Relations
Overview
31
31
years of professional experience
Work History
Director – Operations
MASTERMED EQUIPMENT TRADING LLC
7 2020 - 7 2024
- Overall Operations & Development
- Looking after the daily business operations and Revenue Developments
- Managing data collection to reduce cost, elimination the errors
- Evaluating the Operation process and implementing the new standards/protocols and strategies
- Arranging Training Programs and Motivational programs for the employees and conducting regular periodical meetings with the entire team for the smooth operations and to increase the performance
- Maintaining healthy and safe work environment
- Developing the new departments/Portfolios
- Identifying the new market segments and develop the same
- Engaging in market visits to ensure new opportunities
- Managing the relationship with Vendors
- Working closely with Inventory and Accounts Team to ensure the overall finetuned operations.
General Manager
IBN RUSHD MEDICAL DRUGS & EQUIP STORE LLC
10.2018 - 03.2020
- Looking after the overall Operations & Developments of the company
- Overseeing daily business operations
- Improving revenues
- Hiring new Employees
- Monitoring and Motivating the staffs
- Developing the product portfolio by adding new innovative products
- Improving the market share by developing new market segments and sourcing new range of products according the market requirements
- Visiting new projects to ensure our active participation from the very beginning
- Creating new Vendor Registrations
- Managing the Sales Team (both Pharmaceutical & Medical Division) to ensure the overall sales growth.
Area Sales Manager
Defibtech LLC
10.2013 - 07.2018
- Creating and implementing effective direct sales strategies and lead territory wide direct Channel Partners toward achievement of corporate sales objectives
- Assist in the development of the annual marketing plan, specifically advising on: realistic forecasts for each model and territory (based on current data, market trends, competitive activity, promotional strategy and sales effort), and sales promotion program plans
- Responsible for the planning, identification, direction, organization and control of proper Distributors in the respective territory to accomplish specific objectives
- Responsible for monitoring the performance of the Distributors by establishing a system of reports and communications involving sales reports, meetings, newsletters and E –bulletins
- Personally, observe the performance of Distributors in the field on a regular basis
- Directly involving in the Projects, Tenders in the territory by visiting the end users, technical committee etc
- By doing the technical presentation etc
- Provide high standards of training for the Distributors Sales Team so that they possess sufficient medical and technical knowledge to present information on the company’s products in an accurate and balanced manner
- Provide supervision through field visits, product demonstration, observations and measurement of results to include performance appraisals
- Proactively identify changes in healthcare, delivery systems, and competitive pressures to develop and modify strategies and tactics accordingly
- Preparing monthly, quarterly and annual sales forecasts
- Managing to meet/exceed monthly, quarterly and annual sales forecasts
- Partner with the Manager – Corporate and Strategic Accounts in the development of key customer relationship management
- Negotiate purchase agreements with the assistance of Customer Account Managers
- Establish effective relationships and collaborations with other departments (Marketing, Finance, Customer Service, etc.) to address key business issues and opportunities
- Maintain competitive knowledge to create and adjust sales strategies
- Attend clinical meetings, seminars, and conferences as appropriate including International Level
- Conducting Awareness Programs in association with different organizations like Training Institutes, Corporate Customers, Hospitals etc.
Business Development Manager
United Medical Supplies (UNIMED) LLC
07.2011 - 09.2013
- Arranging the Procurement of Capital Equipment’s from International Manufacturers & Suppliers for our sister concern American Hospital, Dubai
- Attending all the Govt Tenders from various departments
- Strongly associated with the service provider & our IT team to develop the new dynamic website
- Making all International Principle Communications including the agreements, sales projections, sales & marketing plan and strategies and arranging the International Purchases
- Proactively developing and improving products and services
- Working efficiently on simultaneous assignments under tight deadlines
- Develop draft proposals based on team meetings and discussions and Maintain the Business Development databases
- Provide timely feedback to the G.M, regarding performance, sales activity reports and account strategy concerns
- Researching, sourcing, and meeting potential clients at their locations to accurately qualify the prospect and establishing needs
- Preparing and presenting proposals and close new accounts in targeted verticals
- Developing and maintaining Sales Territory Plan and ensuring achievement of Company sales targets and profitability
- Preparing the annual Sales Budget for the Medical Division, Cosmetic and Consumer Division
- Creating a well-qualified pipeline of prospective Managed Services opportunities by establishing and maintaining professional relationships with key decision-makers
- Formulating and executing market entry strategies includes forming partnerships and alliances, arranging acquisitions and negotiating distribution agreements and acts for the company in negotiations with partners, clients etc
- Actively participate in local & international Trade Shows in targeted verticals, including after-hours events
- Generating new lead via vendors and distribution houses, understand competitors, End to End’s market position, and identify event opportunities and creatively developing ongoing Sales & making unique proposals for acquisition of new projects and project bids
- Follow-up with Accounts Payable Department to ensure invoices are paid on time
- Responsible for the Product and Company Registration at Ministry of Health, UAE – Regulatory Affairs
- Update and maintain all sales and purchasing reports for cost tracking and forecasting
- Managing the Medshop (retail outlet in American Hospital)
- Coordinating on the branding of the new retail pharmacy “STAY WELL” outlet in association with a designing company.
Executive – Business Development & Tender Management
Horizon Medical Supplies
12.2008 - 06.2011
- Provide Executive-level administrative support to the management and direct reports to Managing Director with a demonstrated ability to improvise, improve procedures and meet demanding deadlines
- Meet and exceed all company set operations and sales goals
- Maintain direct and indirect client relations operations based on their needs
- Assist customers with their needs, resolve customer complaints, ensure that deliveries and shipments are properly processed related to Govt Tenders
- Responsible for Managing Tender projects (local and overseas) and submit to the customers in a timely manner according to the enquiry specifications
- Meeting the end users regarding product evaluation
- Responsible for dealing with Ministry of Health (MOH), Dubai Health Authority (DHA), Dubai Municipality, General Authority of Health Services (SEHA), Army Head Quarter (GHQ), Ambulatory SEHA, Al Gharbia – Western Region Hospitals (Govt
- /Private) for processing of tenders and follow ups
- Responsible for the Product and Company Registration at Ministry of Health, UAE – Regulatory Affairs
- Liaison between all Departments to ensure proper communications and reporting practices
- Responsible to handle key account customer sales by building strong customer relationship sales network
- Maintain company official correspondences with all Principle Companies
- Sourcing the new products for the Company Product Portfolio which suits for the current UAE market
- All communication with International Companies (European) for the business tie up and for the innovative products to add to our range and to arrange to sign the Exclusive Distribution Agreement with them
- Coordination for the internal sales meetings and discussions within the Departments related to Govt Tenders
- Coordination for the interdepartmental meetings with the Management as an official Business Coordinator – (Arranging meeting with Department Heads once in a month to know the requirements of their divisions for a better business and to add more products to each division to fulfill the market requirements.) As a part of Business Development, interacting with our marketing team to understand the requirements of the market and providing them the possible supports
- (Product information from various companies, sourcing the products from local and international market, co-coordinating for the new projects)
- Attending the International Medical Conferences to get the maximum product information on new innovative products and the new trends
- Attended Arab Lab, Arab Health, Dental Conferences, Veterinary Conferences at Dubai and also attended Medica 2009 and Medica 2010 at Düsseldorf, Germany
- Helping the Department Heads to prepare the sales plan, product orientation for their sales team, sales promotional activities, to develop the overall Business.
Marketing Manager
SALES N SERVICE
01.1999 - 01.2008
- Manage, guide and monitor the working operations of the complete staffs including service team
- Ensure proactive customer service for transactions related to expedite the order, delivery on time, billing or credit notes as well as customer claims
- Coordinating with the Customers for the installation of equipment’s by physical presence at the customer site and supporting them by providing all services including the coordination with Govt Departments for the Licenses and other requirements
- Ensure collection of outstanding payment from the customer within agreed timeframe
- Review follow up and maintenance of account receivable aging report
- Preparing the Sales Plan for the Financial Business Years and setting targets among the staffs and monitoring the same periodically
- Coordinate with shipping agencies to clear the shipment (Airfreight & Sea freight) and arrange the deliveries to the consignee
- Maintenance of working funds for day-to-day operations of the Company
- Maintain positive working relationship within the office
- Handling company official correspondences and coordinate with the Principle Companies
- Arranging different motivational activities for the complete office team
- Coordinating with the Financial institutions with our customers for the purchase of Capital Equipment’s
- Providing all supports to the customers for Import procedures for the Capital Equipment’s.
Marketing Executive
THOMSON MEDICAL SYSTEMS
01.1993 - 01.1999
- Sales and Marketing of GE Medical Equipment’s – X - Ray Machines and Ultrasound Scanners
- Arranging Demonstrations at Customer site for the Radiology Equipment’s
- Coordinating with GE Finance for the financial assistance for the customers for purchasing Capital Equipment’s
- Conducting Interactive sessions for the Radiology Doctors and Technicians
- Supporting in Sales and Office Administration
- Supporting in Payment Collection from the customers in time
- Coordinating with the Service Engineers for the installation of Equipment’s at Customer site and providing all supports to the customer by assisting them to get the Govt Licenses and approvals and coordinating with different Departments including Electricity and Radiation Safety Council.
Education
Bachelor of Science -
Mahatma Gandhi Govt Arts College, Pondicherry University
Higher Secondary - undefined
Govt Brennen College, Calicut University
Skills
Microsoft Office
Accomplishments
- Managed to change the existing Brand of AED Machines from Etihad Airways and converted to Defibtech brand Lifeline VIEW and signed a contract for 264 Units of AED Machines with Etihad Airways and so far, installed 154 units.
- Introduced the Defibtech AED Machines in UAE and in 3 years of time managed to have almost 30 % of the market share.
- Introduced the Defibtech AED Machines in GCC and managed to enter Bahrain Defense Hospital and able to have 18 Nos of Lifeline PRO units in Defense Hospital
- Managed to change the existing brands of AED in “Fitness First” Chain across Middle East and converted to Defibtech Brand Lifeline VIEW
- Managed to deploy Defibtech Lifeline AED Model in all the Branches of “Gold Gym” in UAE
- Introduced the Defibtech brands in Oman and managed to deploy 42 Nos of Lifeline PRO units in “Royal Oman Police Ambulance” and Rescue Services vehicles
- Managed to deploy 92 Nos of Lifeline AED Machine in the EMRI Lanka Ambulances in 2016 through a project by India – Sri Lanka Govt Initiative through GVK EMRI
- Managed to appoint total 12 New Distributors in the entire territory
- Managed to enter in Pakistan, Bangladesh and Nepal Markets
- Managed to have 35 Nos of Lifeline AUTO Units to “Google India” in 2017
- Developed a reasonable sale of more than 700 units in India since 2014
- Company Sales has been increased to more than 100 % in the territory.
- Managed to get 211 Nos of Lifeline AED Machine from EMRI Lanka Ambulances in July 2018 through a project by India – Sri Lanka Govt Initiative through GVK EMRI and developed a sale of almost 400 Units in Sri Lanka since 2014
- Managed to install the Defibtech AED Machines in Dubai Municipality, Ministry of Health UAE, Dubai Health Authority (Rashid Hospital), Mafraq Hospital and in Private Sector – American Hospital, Al Tadawi Medical Center, Emirates Hospital, Dr. Suleiman Habib Hospital, Sheikh Khalifa Specialist Hospital, Al Garhoud Hospital and several medical centers like Valiant Clinic, Schools and Corporate Companies like Agthia, Al Habtoor Motors , Morgan and in several Hotel Industries.
Trade shows attended
- European Society of Cardiology Conference, Rome, Italy, August 2016
- MEDICALL, Mumbai, India, October 2015
- International Emergency & Catastrophe Management Exhibition, Dubai, UAE, March 2014 - 2018
- Emirates Society of Emergency Medicine Conference, Dubai, December 2014 - 2017
- CAD 2014, Mumbai, India, October 2014
- European Cardiology Congress, Barcelona, Spain, August 2014
- MEDICA, India, Mumbai, India, March 2014 - 2018
- MEDICA, Dusseldorf, Germany, 2009 to 2019
- ARAB HEALTH, Dubai, United Arab Emirates, 2009 to 2024
- MED LAB, Dubai, United Arab Emirates, 2009 to 2020
Drivinglicense
Valid UAE & Indian Driving License
Trainings attended
- Training on Imaging X – Rays & Ultrasound - GE Medical Systems at Bangalore, INDIA 1993, 1995,1997
- Training on AED/DEFIB Machines – Physio control, Colombo, Sri Lanka 10-14 December 2007
- Training on PoC Machine - Cardiac Marker Diagnosis – M/s. ReLIA Diagnostics- PRC – February 2012
- Training on AED / Chest Compression Devices – Defibtech LLC, Guilford, CT, USA December 2013 -2018
Personal Information
- Date of Birth: 10/11/1969
- Nationality: Indian
- Marital Status: Married
- Visa Status: Valid Employment Visa (immediately available for joining)
Disclaimer
I do hereby declare that the above-said information is true and best of my knowledge and belief.
Languages
English
Bilingual or Proficient (C2)
Hindi
Bilingual or Proficient (C2)
Tamil
Advanced (C1)
Kannada
Intermediate (B1)
Malayalam
Bilingual or Proficient (C2)
Interests
Reading, Listening Music, Watching TV Debates
Extra Curricular Activities
National Cadet Corps: 1983-85 Passed A & B Certificate Examinations conducted by NCC (National Cadet Corps, Under Ministry of Defense, Govt of India)
1985-89 Positioned as Senior Under Officer Rank in NCC with C Certificate. Selected as the Best Rifle Shooter and Best Cadet for two consecutive years and successfully completed the adventurous courses like Trekking Expedition and Para sailing
Timeline
General Manager
IBN RUSHD MEDICAL DRUGS & EQUIP STORE LLC
10.2018 - 03.2020
Area Sales Manager
Defibtech LLC
10.2013 - 07.2018
Business Development Manager
United Medical Supplies (UNIMED) LLC
07.2011 - 09.2013
Executive – Business Development & Tender Management
Horizon Medical Supplies
12.2008 - 06.2011
Marketing Manager
SALES N SERVICE
01.1999 - 01.2008
Marketing Executive
THOMSON MEDICAL SYSTEMS
01.1993 - 01.1999
Director – Operations
MASTERMED EQUIPMENT TRADING LLC
7 2020 - 7 2024
Bachelor of Science -
Mahatma Gandhi Govt Arts College, Pondicherry University
Higher Secondary - undefined
Govt Brennen College, Calicut University
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